What Makes An Ideal Prospect?
What Makes An Ideal Prospect?
Here are the first three:
1. They want your product.
2. They have the ability to pay for your product.
3. They have the authority to purchase your product.
Almost every course on prospecting talks about the first three, but I've left the fourth trait out. It’s seldom talked about, but it's the most important.
In fact, it's the key to successful marketing and to building a successful business.
What’s the fourth?
Trait number 4. They have bought products and services similar to yours before.
If they have bought before it means they have an established need and have demonstrated a willingness to spend money to solve the problem. Contrast this with people who may have a need but have no interest in solving the problem.
When I was at school studying marketing, my lecturer told a story of two shoe salesmen who visited a poor African country to determine if there was a market for their products.
When they got there, each noticed that almost none of the population wore shoes.
One salesperson sent a telex back to his head office….Yes, in those days they used telex. Can you believe it?
The telex read; “This is a fantastic market. 90% of the population does not wear shoes. I will be staying here an extra week to set up local agents.”
The other salesman also sent a telex to his office. This one read; “This is a terrible market. 90% of the population does not wear shoes. Returning on the next flight.”
Which one do you think was right?
In my view it was the second. Yes, there was a need, but the people were not predisposed to buying. To win in this market, you would have to educate about the reasons for wearing shoes and change the culture. Not a very easy task.
To what extent are you chasing people to buy your products and services who are not predisposed to buying? Do they perceive the need the way you do?
If you are doing this, what is it costing you?
So how do you find people who have previously bought? One of the best ways is to access them with joint ventures.
For example, suppose you sell driver safety training programs. You could look for businesses who sell other kinds of non-competing safety training to the same companies you are trying to attract.
Have them introduce you to their clients and share the profits with them.
What Makes An Ideal Prospect - To learn more about this author, visit Michael Hepworth's Website.
Like this article? Share it with your friends
Here's a challenge for you. There are four traits of an ideal prospect.
Here are the first three:
1. They want your product.
2. They have the ability to pay for your product.
3. They have the authority to purchase your product.
Almost every course on prospecting talks about the first three, but I've left the fourth trait out. It’s seldom talked about, but it's the most important.
In fact, it's the key to successful marketing and to building a successful business.
What’s the fourth?
Trait number 4. They have bought products and services similar to yours before.
If they have bought before it means they have an established need and have demonstrated a willingness to spend money to solve the problem. Contrast this with people who may have a need but have no interest in solving the problem.
When I was at school studying marketing, my lecturer told a story of two shoe salesmen who visited a poor African country to determine if there was a market for their products.
When they got there, each noticed that almost none of the population wore shoes.
One salesperson sent a telex back to his head office….Yes, in those days they used telex. Can you believe it?
The telex read; “This is a fantastic market. 90% of the population does not wear shoes. I will be staying here an extra week to set up local agents.”
The other salesman also sent a telex to his office. This one read; “This is a terrible market. 90% of the population does not wear shoes. Returning on the next flight.”
Which one do you think was right?
In my view it was the second. Yes, there was a need, but the people were not predisposed to buying. To win in this market, you would have to educate about the reasons for wearing shoes and change the culture. Not a very easy task.
To what extent are you chasing people to buy your products and services who are not predisposed to buying? Do they perceive the need the way you do?
If you are doing this, what is it costing you?
So how do you find people who have previously bought? One of the best ways is to access them with joint ventures.
For example, suppose you sell driver safety training programs. You could look for businesses who sell other kinds of non-competing safety training to the same companies you are trying to attract.
Have them introduce you to their clients and share the profits with them.
What Makes An Ideal Prospect - To learn more about this author, visit Michael Hepworth's Website.
Like this article? Share it with your friends
| |||
 |
No article feedback found. | ||
|
Leave Your Feedback | ||
|
|||
 Be Specific
| |||
| You all know the importance of being specific about the big things you want to achieve. Specificity applies to other aspects of your life as well. |
|||
|
Make More Sales: Reject Prospects And Fire Clients
| |||
| Learn how to increase the bottom line by firing difficult clients and rejecting prospects who are a bad fit. |
|||
|
“BEST WAYS TO IDENTIFY YOUR IDEAL CLIENTS & CUSTOMERS”
| |||
|
All businesses today should know who their ideal clients and customers are. IDo you know who your ideal clients are? Have you ever taken time to truly identify your ideal clients and what they ... |
|||
|
How To Recognize Your Ideal Client, Tips From Your Strategic Thinking Business Coach
| |||
| Do you know how to recognize your ideal client? Do you have know the characteristics of your ideal client? Have you selected criteria to decide whether you will do business with someone or not? The honest ans... |
|||
|
Top 3 Ways to Influence Your Bottom Line
| |||
| Go out and sell something! Way too many companies adhere to this line of thinking and sell the wrong prospect at the wrong margins. Before you get ready to “sell something,” put some thought into who you should se... |
|||
| |||
|
To learn more about the Evan Elite Author Program please contact us. | |||
 | |
 Michael Hepworth (Visit Michael's Website) The StreetSmart Marketer's business is training and coaching owners of entrepreneurial service businesses to rapidly become customer acquisition experts. His popular free marketing tips magazine is read by thousands of business owners around the world in more than 47 countries. You can get it free at www.streetsmartmarketer.com
|  |
 |
|
|
 |
|
|
|
 |
| Modeling the Masters: Learn the true secrets behind Walt Disney's business success factors & grow your company! Video produced by Phanta Media |
|
|
 |
| Have you written articles that would be of value to entrepreneurs? Become an expert on our site by publishing them! Expose yourself to a wide audience, drive more traffic to your website and get more sales! Click Here for details. |
 |
 | ||
 |
||
 |
||
 |
||
|
| ||
|
|
|
Get advice & tips from famous business owners, new articles by entrepreneur experts, my latest website updates, & special sneak peaks at what's to come!
|
|
|
 |
 Business Financing Factual How To Double Your Business High Quality Sales Leads Maximize Trade Shows |
|
 | ||
 |
Top 50 Marketing Blogs
Top Marketing Blogs of 2009 | |
 |
Top 50 Blogs For Startups
Top Blogs To Watch In 2009 | |
| ||
 |
|
|
|
|
||||||||||||||||||
 |
|
|
||||||||||||
